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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Identity Interrupt
Techniques > Conversation techniques > Steering the conversation > Identity Interrupt Description | Example | Discussion | See also
DescriptionSay their name at the start of the interrupt. Say 'you'. You can sometimes also say 'we' with the same effect. ExampleJohn. Listen. This could be important for you. You are right. And let me show you why... We could do that, but you might consider... DiscussionWe all have a deep need for a sense of identity, and associate our name closely with who we are. Saying a person's name acts almost like a jolt of electricity, grabbing their attention. 'You' works in a similar way and is equivalent to pointing directly at the other person. 'You' means 'not me' and so singles out and separates the other person. 'We' joins their identity to yours. This may be a desirable thing for them if they admire you in some way. The identity interrupt is a form of Power Interrupt. See also |
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